The Center for Sales Strategy Blog

Each year, The Center for Sales Strategy’s Media Sales Report offers an up-close look at the evolving dynamics of media sales departments. The 6th annual report reveals important shifts in recruitment, structure, and compensation, and offers insights sales leaders can’t afford to ignore.

Here’s what we uncovered in the Sales Department section as well as what media sales managers should do about it.

New business development is a cornerstone of sales success. Whether you’ve heard it described as a 5-step, 6-step, or even a 9-step process, the number of steps doesn’t matter as much as the quality of execution.

Let's break down the most critical steps to kickstart your new business journey: identifying great leads and securing that first meeting. If you can't master these, the rest of the process is moot.

While marketing strategies and sales tactics are crucial, the power of building strong relationships should never be underestimated. Genuine connections forged through authentic interactions and a deep understanding of your client's needs can pave the way for sustainable business growth.

By focusing on creating valuable and meaningful bonds, you can establish a loyal customer base, foster trust, and ultimately drive long-term success for your business. Discover how to leverage the power of genuine connections to stand out in a crowded market and unlock new opportunities for growth.

We're tackling a crucial aspect of sales that's as important as your morning coffee: sealing more deals.

To close more opportunities, it's critical that we limit or completely remove as many objections during the presentation as possible. One way to do that is to remove the surprises. Surprises are great for a birthday party, but they can be devastating during a business meeting.

Securing new business appointments is crucial for success in sales.

These days, it's quite challenging to get new business appointments. This difficulty is a key reason why many salespeople struggle and why sales organizations often miss their goals.

Research in sales indicates it typically takes eight attempts to reach a prospect. However, 92% of salespeople give up after just four tries. This explains why many are struggling to secure more appointments.

To excel in sales, it's essential to blend persistence with a clear purpose to secure new appointments. Here are three effective strategies.

Business development (BD) is the process of identifying, qualifying, and developing potential new customers.

It is a critical part of any sales team's strategy, as it helps to ensure that there is a steady pipeline of leads to nurture and convert into paying customers.

There are a number of different business development tactics that sales teams can use, depending on their industry, target market, and sales process. Here are some of the most common and effective tactics.

If three birds are sitting on a wire, and two decide to fly away, how many are left?

If you haven’t heard this riddle, you might answer “one. “ But the answer is that three birds are left on the wire. The two birds only decided to fly away, and deciding is not the same as actually doing.

Moving from deciding to doing is a common challenge in new business development. How many times in our sales career have we decided to do something but stayed sitting on that wire?

We’ve established short and long-term goals. We’ve even mapped out an action plan and a roadmap to follow that will lead to success. But we remain sitting on a wire. Our behaviors don’t change, and we don’t follow through with the plan.